If you're in B2B sales, you already know that sorting out the good leads from the tire-kickers is half the battle. Manual lead scoring? That’s a recipe for headaches and missed deals. If you're looking for a way to automate the grunt work (and maybe even impress your boss), this guide is for you. We'll walk through setting up automated lead scoring workflows in Bhuman—step by step, with no fluff.
Why Automated Lead Scoring Matters (and Where It Can Go Wrong)
Before diving in, let’s get real. Automated lead scoring sounds fancy, but it’s just a way to help your team focus on leads that are actually worth your time. When it works, you get:
- Faster response to hot leads
- Less wasted time on dead ends
- More predictable pipelines
But here’s the catch: it only works if your scoring actually reflects what makes a lead valuable to you. Most teams set up scoring once and never look at it again. Or they just copy some generic template. Spoiler: that won’t work.
So, if you’re willing to spend a little time upfront—and tweak things as you go—automation can actually help. Let’s get into it.
Step 1: Get Clear on What Makes a Good Lead for Your Team
Don’t touch any software yet. First, grab a pen, whiteboard, or whatever helps you think. List out what actually makes a lead a good fit for your product or service. For most B2B teams, that means a mix of:
- Firmographics: Company size, industry, location, revenue, tech stack
- Behavior: Who opened emails? Who booked a call? Who visited the pricing page?
- Engagement: Replied to LinkedIn messages? Attended a webinar? Downloaded a whitepaper?
Pro Tip: Ask your top sales reps what their best deals had in common. It’s usually not just “they filled out the form.”
You’ll want to write down the signals that actually matter, not just what’s easy to track.
Step 2: Map Out Your Lead Scoring Model
Now, turn those signals into a simple scoring system. Don’t overthink it. For each data point, assign a score—positive or negative. For example:
- +20: Company has 100+ employees
- +15: Visited pricing page twice in a week
- +10: Responded to outreach
- -10: Competitor or student email address
- -20: Unsubscribed from all emails
Keep it rough at first. You’ll refine the numbers later. The point is to capture the signals that separate “ready to buy” from “just browsing.”
Avoid: Overcomplicating it with 50+ criteria. That’s how you end up with a black box nobody trusts.
Step 3: Prep Your Data Sources
Bhuman can pull in data from a bunch of places, but it’s only as good as the data you feed it. Figure out where your key signals live:
- CRM (e.g., Salesforce, HubSpot): Most of your firmographics and activity history
- Marketing tools: Email opens, webinar attendance, downloads
- Website analytics: Page visits, time on site
- Third-party enrichment (e.g., Clearbit): Filling in the blanks
You’ll need to connect these tools to Bhuman. If your data is a mess (duplicates, outdated fields), clean it up now. Automation won’t fix junk data—it’ll just help you make bad decisions faster.
Pro Tip: Start with just one or two data sources if you’re new to this. You can always add more once you’ve got the basics working.
Step 4: Set Up Bhuman and Connect Your Tools
Sign up or log into Bhuman. Here’s how to get started:
- Go to Integrations: In Bhuman’s dashboard, find the integrations panel. Connect your CRM first—it’s usually the backbone.
- Connect marketing tools: Add in email, webinar, and website tracking platforms as needed. Bhuman has step-by-step guides for most major tools.
- Test connections: Pull in a handful of sample records to make sure data is flowing. If something looks weird (missing info, duplicate leads), fix it before moving forward.
What to ignore: Don’t get distracted by every integration Bhuman offers. Only connect what you actually use—more isn’t always better.
Step 5: Build Your Lead Scoring Workflow
Now for the main event: setting up the scoring workflow inside Bhuman.
- Create a new workflow: Usually called “Lead Scoring” or whatever makes sense to your team.
- Set triggers: Decide when the workflow should run (e.g., when a new lead enters the CRM, or every time a lead’s data changes).
- Define rules: For each scoring signal you mapped out, create a rule. For example:
- “If company size > 100, add 20 points”
- “If email opened > 3 times, add 10 points”
- “If unsubscribed, subtract 20 points”
Use Bhuman’s rule builder—it’s mostly drag-and-drop, but you can get granular if you want. 4. Set thresholds: Decide what score makes a lead “hot,” “warm,” or “cold.” This helps sales know who needs follow-up and who can wait. 5. Automate actions: Tell Bhuman what to do when a lead hits a score. For example: - Send a Slack alert to the sales team - Move the lead to a new CRM stage - Trigger a personalized email sequence
Pro Tip: Start simple—don’t try to automate everything at once. Get the basics working, then layer on more complexity as you see results.
Step 6: Test with Real Leads
Don’t trust your setup until you’ve watched it work on real leads. Pick a small batch and run them through your new workflow.
- Check the scores: Do they make sense? Are your best leads being flagged as “hot,” or is the system picking up duds?
- Ask for feedback: Have a few sales reps review the flagged leads. If they roll their eyes, ask why.
- Tweak the rules: Adjust point values and thresholds based on what you see. This part takes some trial and error.
Watch out for: False positives (bad leads scoring high) and false negatives (great leads slipping through). That’s a sign you need to adjust the weights or add more/better data.
Step 7: Keep It Fresh—Review and Adjust
Lead scoring isn’t “set it and forget it.” Your market, product, and buyer behavior will change. So should your workflow.
- Monthly check-ins: Review how well the scoring matches real sales outcomes.
- Quarterly deep dives: Update your criteria and point values as you learn what works (and what doesn’t).
- Listen to sales: If reps keep flagging unqualified leads as “hot,” your model needs work. Don’t ignore their feedback.
Ignore: Fancy dashboards and AI “insights” unless they actually help you close more deals. More data isn’t always better—actionable data is.
Step 8: Don’t Over-Engineer (What to Skip)
It’s tempting to automate everything or chase every new feature in Bhuman. Here’s what usually isn’t worth your time at the start:
- Dozens of micro-segments: You probably don’t need 10 different “warm” lead stages.
- Too many data sources: More sources = more noise. Start with what actually moves the needle.
- One-size-fits-all templates: Your ICP isn’t the same as everyone else’s. Build your own scoring.
Pro Tip: If you’re spending more time tweaking the workflow than actually talking to leads, you’ve gone too far.
Wrapping Up: Keep It Simple, Review Often
Automated lead scoring in Bhuman can help you focus on what matters—if you keep it grounded in reality. Start simple, use the signals that actually predict sales, and don’t be afraid to adjust as you learn. If you find yourself buried in complex logic, take a step back. The best systems are the ones your team actually understands and uses.
Keep it simple, check in often, and let the data guide you—not the hype. Good luck!